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PROFESSIONAL SELLING AND PERSONAL SALES PERFORMANCE

2017-2018

IESEG School of Management ( IÉSEG )

Code Cours :

1718-IÉSEG-M1S1S2-NEG-MA-PI23UE

NEGOTIATION


Niveau Année de formation Période Langue d'enseignement 
Master1S1S2English
Professeur(s) responsable(s)T.LYONS
Intervenant(s)T.LYONS


Pré requis

Introduction to Marketing
Introduction to Negotiation

Objectifs du cours

At the end of the course, the student should be able to:
Have a rudimentary knowledge of personal selling skills
Work through the fundamentals of 'Essential Selling'
Understand the role of the sales person in an organisational context
Understand the role both buyer and seller play in the selling process
Understand the role of the sales manager
Develop a set of skills that allow for an accurate measurement of sales outcomes
nisations

Contenu du cours

For most students who graduate in either a negotiation or a broader marketing discipline, the first job they are likely to have is going to be in a sales role.

This course aims to develop the essential selling skills thare are requied for such positions and draws on some of the material students have encountered in their introduction to marketing and negotiation courses.

The role of the seller and the sales manager are critical to the success of any organisation and so the way they operate as well as how they fit into the overall organisational context are fundamentals of this course


Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
lecture16,00  
Independent work
Research5,00  
Reference manual 's readings4,00  
E-Learning5,00  
Independent study
Group Project15,00  
Estimated personal workload5,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Research
  • Seminar
  • Project work
  • Case study


Évaluation

Exam 40%
Presentation 20%
Participation 10%
Assignment (Group) 30%

Type de ContrôleDuréeNombrePondération
Final Exam
Written exam2,00140,00
Continuous assessment
Oral presentation0,50120,00
Participation16,00110,00
Others
Written Report20,00130,00
TOTAL     100,00

Bibliographie

  • A PDF of readings will be provided by the Professor and uploaded to IESEG online -




 
* Informations non contractuelles et pouvant être soumises à modification
 
 
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